Paul Dodd: Go-to-Market Operating Partner at Sixth Street on Why Discipline, Trust, and Customization Power Commercial Growth

Interviewed by Linnéa Jungnelius

How Sixth Street is scaling value through high-performing GTM leaders, flexible investment strategies, and the human side of transformation.

Before Paul Dodd was accelerating revenue at a $100B global investment platform, his journey began in a small town—raised by a single mother, fueled by sports dreams, and defined by a relentless pursuit of potential.

His early ambition? Go pro. His path instead took him from accounting to CRO to Operating Partner, spanning IPOs, exits, and messy integrations along the way.

Today, as Go-to-Market Operating Partner at Sixth Street, Paul brings both commercial operator chops and deep empathy to help CEOs, CROs, and deal teams turn strategy into sustainable results.

He doesn’t do playbooks. He does pattern recognition. His approach is high-trust, high-discipline, and highly customized. Whether he’s transforming revenue orgs or coaching commercial leaders, Paul shows up like an athlete: focused, gritty, and committed to continuous improvement.

I perform at my best when I’m on purpose. And my purpose is to help companies win.

Listen to the full episode with Paul Dodd on the Brilliant People Podcast: https://acertitu.de/paul-dodd-spotify-podcast

Business is a team sport

Paul didn’t end up in the NFL, but he found the next closest thing: go-to-market leadership. To him, the commercial org is the playing field. The scoreboard? Revenue. The draft? Talent strategy. And the stakes? Real.

Go-to-market is the team sport of business. You’re competing head-to-head. You have a salary cap. You keep score. And you’re building a culture that wins.

That competitive DNA shapes how he leads. He’s not on the field anymore, but he’s in the game helping PortCos turn customer understanding into revenue precision.

From CRO to Operating Partner: Shift from push to pull

Paul’s transition from operator to investor wasn’t planned. What pulled him in? The culture at Sixth Street.

• “It’s magnetic…this shared sense of purpose you can feel.”
• “Our model is to earn the right to help. Not to prescribe. To build trust and then be invited in.”
• “We operate side-by-side with management, not across the table.”

That shift from push to pull now defines how Paul approaches every diligence, every roadmap, and every transformation.

No playbooks, just pattern recognition

Paul doesn’t show up with a template. He shows up with a framework.

In commercial diligence and post-close value creation, he digs deep—way beyond top-line metrics. His go-to questions:

• Who is your ideal customer profile?
• What does your buyer’s journey look like?
• Is your sales process optimized, or just inherited?
• What does the data say and what are the humans behind it saying?

Every business is unique, but the patterns tell a story. And if you listen—really listen—you’ll know what to fix, what to amplify, and what to leave alone.

Scaling trust, simplifying tech, applying AI

With AI on everyone’s mind, Paul is clear-eyed: use AI to reduce friction, not add complexity.

Sixth Street has launched an internal initiative challenging PortCos to pilot one AI use case each by prioritizing tools that save time, enhance rep performance, or improve forecasting.

First, check your basics:

• Audit tech stacks—most companies don’t use half their licenses
• Simplify workflows before automating them
• Start with call recording, which is “the oil for AI”

A bad process with good tech is just an expensive bad process. The foundation is always the same: trust, clarity, and execution.

Hiring CROs: No room for tourists

CROs have the highest turnover rate in PE, and Paul knows why. The role demands strategic vision, data fluency, operational discipline, and human leadership. Most only have one or two.

What separates the greats?

• They own outcomes, not just quotas
• They build teams, not just pipelines
• They forecast accurately, within 5%
• They align with culture—or they don’t last

Final takeaway

Paul Dodd doesn’t preach from the sidelines. He builds with the team. Whether in diligence, transformation, or AI enablement, his approach is consistent: listen hard, go deep, and deliver results.

Because in go-to-market, and in private equity, there’s no substitute for discipline, trust, and showing up ready to compete.

Listen to the full episode now: 🎧 https://acertitu.de/paul-dodd-spotify-podcast

Defining Brilliance with Paul Dodd

	Purpose is...	unstoppable.
	Leadership is...	more important than ever.
	Success is...	reaching your full potential and helping others do the same.
	Brilliant leaders, operating partners, and CROs are...	delivering results.
	I perform at my best when...	I'm on purpose.